Dir Sales and Mktg

TASI Measurement Career•Santa Rosa, CA

About The Position

The Director of Sales and Marketing is a senior commercial leadership role responsible for leading the sales team and driving profitable, sustainable growth for Air Monitor Corporation. The position develops and executes market and account strategies, strengthens relationships with key customers and channel partners, directs market development activities, and provides commercial direction for new product development and commercialization. The role works cross-functionally with Engineering, Operations, Marketing, and executive leadership to translate customer and market needs into growth priorities, differentiated solutions, and successful product launches. The position leads sales planning, pipeline development, forecasting, major pursuits, pricing strategy, proposals, and commercial negotiations. It develops growth plans, identifies new market and channel opportunities, builds strategic customer relationships, and represents the company at customer meetings and industry events. It also shapes product priorities and commercial launch plans using customer needs, market analysis, competitive information, and business cases. The role supports annual planning, budgeting, and long-range strategy, and promotes a customer-focused, accountable, collaborative, and continuous-improvement culture. Work is primarily office or remote, with regular computer and telephone use and extended periods of sitting or standing. Travel to customers, representative locations, trade shows, and company facilities is required as needed; the role may also periodically enter manufacturing or industrial environments and must follow applicable safety requirements.

Requirements

Bachelor’s degree in Engineering, Business, Marketing, or a related field; equivalent relevant experience may be considered.
Ten or more years of progressive experience in technical sales, business development, sales management, product management, or a related commercial leadership role.
Demonstrated success leading sales teams, developing strategic accounts, and delivering profitable growth in technical or engineered-product markets.
Strong commercial acumen, including experience with pricing, margin, forecasting, proposals, negotiations, and business-case development.
Ability to understand and communicate technical concepts and develop credibility with engineers, contractors, EPC organizations, OEMs, channel partners, and end users.
Experience translating market and customer requirements into new product priorities and commercialization plans.
Excellent written, verbal, presentation, relationship-building, and negotiation skills.
Ability to travel as required to support customers, the sales team, channel partners, and industry activities.
Proficiency with Microsoft 365 applications, including Outlook, Word, Excel, PowerPoint, and Teams, and with customer relationship management systems.
Ability to use data and reporting tools to analyze pipeline, sales performance, market opportunities, pricing, and business results.

Nice To Haves

Experience with airflow measurement, industrial instrumentation, controls, HVAC, power generation, process industries, semiconductor facilities, data centers, or related engineered systems.
Experience managing complex project opportunities with long sales cycles.
Experience working with manufacturers’ representatives, distributors, consulting engineers, EPC firms, and strategic end-user accounts.
Familiarity with product launches, voice-of-customer methods, competitive analysis, and market segmentation.

Responsibilities

Lead, coach, and develop the sales team, setting goals, priorities, accountability, and performance expectations aligned with company objectives.
Direct sales planning, pipeline development, opportunity strategy, forecasting, and regular performance reviews.
Provide leadership on major pursuits, technically complex applications, pricing strategy, proposals, and commercial negotiations.
Promote disciplined use of sales processes and customer relationship management tools to improve visibility, responsiveness, and forecast accuracy.
Coordinate with representatives, distributors, and other channel partners to expand coverage, strengthen capabilities, and improve sales execution.
Develop and execute market and growth plans supporting profitable revenue expansion and long-term strategic objectives.
Identify, evaluate, and prioritize new markets, applications, customers, channels, and geographic opportunities.
Build the company’s position in high-value industrial and specification-driven markets through application development, technical selling, and differentiated value propositions.
Monitor market trends, customer requirements, regulatory drivers, competitive activity, and emerging technologies, and convert insights into growth initiatives.
Establish measurable business development objectives and track pipeline, revenue, gross margin, market penetration, and strategic wins.
Represent the company at customer meetings, industry events, trade associations, and technical forums.
Develop and maintain strategic account plans for key customers, EPC firms, consulting engineers, OEMs, end users, and channel partners.
Serve as executive sponsor and relationship leader for selected strategic accounts, building relationships across commercial, technical, procurement, and leadership functions.
Understand key accounts’ business drivers, project pipelines, technical requirements, buying processes, and competitive environments.
Coordinate internal resources to improve customer responsiveness, resolve issues, support project execution, and expand long-term account value.
Conduct periodic account reviews and maintain action plans for retention, growth, specification influence, and new opportunity development.
Provide market-driven direction for new product development by defining customer needs, application requirements, market size, competitive alternatives, target pricing, and commercial value.
Partner with Engineering and Operations to prioritize product and application development opportunities aligned with company strategy and market demand.
Develop commercial business cases for proposed products and enhancements, including target customers, revenue potential, margin expectations, investment requirements, risks, and launch objectives.
Lead commercialization planning, including positioning, value proposition, pricing, sales tools, technical content, channel readiness, customer validation, launch timing, and sales training.
Incorporate customer, field application, and sales-team lessons into the product roadmap.
Monitor customer feedback, competitive response, revenue, and profitability, and recommend corrective actions or product improvements.
Support annual planning, budgeting, growth initiatives, and long-range strategic planning with market intelligence and commercial analysis.
Communicate customer expectations and market priorities across the organization and facilitate timely decisions on critical opportunities.
Promote a customer-focused, accountable, collaborative, and continuous-improvement culture.

Benefits

Competitive salaries
10 paid holidays each year, vacation, sick time, and volunteer time
401(k) with employer match – immediately vested
HSA, pre-tax health savings program
Flexible work schedules that promote a healthy work-life balance
Top-tier medical, dental, and vision insurance
Employer-paid life insurance
Pet insurance
Tuition reimbursement
Scholarship programs
Comprehensive benefit package which may include health insurance, retirement plans, paid time off, and other benefits